Cracking the Code to Social Business Success by Jive Software


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Technology by itself is not going to be enough to make a workforce more productive -- it requires a clear line of site to business value.

Let's start by looking at the state of business today: businesses have developed and implemented over-engineered, automated processes. And in the quest to create productivity, we now have the 24 hr workday.

The question remains: How do we get workers to an even higher level productivity? I elaborate on the answer in this deck.

Learn more about Jive Software:

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  • Engineered
  • Not all business value is created equal A lot of things sound appealing at the front ends
  • Business outcomes need to be the focus
  • Jive has 32 places in the business where customers are repeatedly able to implement social business and get success. Want access to this? Ask us in the comments!
  • Cracking the Code to Social Business Success by Jive Software

    1. 1. The way forward is clear, right?
    2. 2. Cracking the Code on WorkforceProductivityChristopher Morace, Chief Strategy Officer
    3. 3. © Jive confidentialPROCESSAUTOMATION24 HR WORKDAYEngineered as far as we can.Took the human element out.Given up boundaries when work starts and ends.
    4. 4. of the work week spent writingemails and searching forinformation28 hours
    5. 5. © Jive confidentialHope in the “Nexus of Forces”“The Nexus of Forces is theconvergence and mutualreinforcement of social,mobility, cloud andinformation patterns thatdrive new businessscenarios.”“The Nexus of Forces: Social, Mobile, Cloud and Information”Gartner, June 14, 2012
    6. 6. © Jive confidential80% of social efforts to get business value are failing“Predicts 2013: Social and Collaboration Go Deeper and Wider”Gartner, November 28, 2012
    7. 7. © Jive confidentialBEWARE THEFALSE VALUE.Not all business value is created equalA lot of things sound appealing at the front end
    8. 8. © Jive confidential“51% feel more connected to theirorganization’s mission and goals” “50% can locate relevant information andpeople faster.”“79% are exposed to more new ideas andinnovations in their organization.”“76% have more visibility into workhappening in other departments orlocations.”“68% say that social simplifies the processof communicating with colleagues indifferent locations or departments.”THIS AIN’T IT.
    9. 9. © Jive confidential13%revenue improvementper sales repThe Value Of ChangingThe Way Sales Is EnabledJive Customer ResultsIncrease in Deal SizeGrow size of deals substantially using Jive by aligningthe right team and following a sales process.•86% of users said Jive helped them improve internalcommunications•71% stated that Jive helped improve pitch/proposal quality.23%Reduction in On BoardingTrain and on board new reps faster on Jive, reducingcosts and enabling you to capture sales faster.•82% found Jive valuable at discovering best practices.•65% found it valuable at building a network.Reduction of Sales Support NeedsReduce sales support needs via better self-help fromreuse of existing knowledge and easier access totools and resources.•88% said Jive was valuable for accessing knowledge andinformationOverall Revenue Improvement of 8% to 13% per repIn AdditionReduce salesperson turnover by improving performance, lowering frustrations, andcreating better connectedness between employees.5%14%SOURCE: Jive customer survey · Nov. 2012 · Completed by a Top 3 consulting firm.EX: Sales EnablementTHIS IS.Business outcomes need to be the focus.
    10. 10. © Jive confidential#1START IN THERIGHT PLACE.
    11. 11. © Jive confidential… Jive has 32 proven ways to get started.Want access to this? Fill out the contact form on the next slide!
    12. 12. © Jive confidential#2PICK THE RIGHTPLATFORM.
    13. 13.  Purpose Built for Your Use Case Ease of Integration into Your Systems Usability by Your Workers Analytics Showing Real Value Enterprise Readiness(Scale, Security, Compliance, Localization) Industry Proven Leadership Referenceable Customers You’ve Heard Of Roadmap (Vision not Feature Backlog)Things to Consider
    14. 14. © Jive confidential#3BUILD ABUSINESS CASE.
    15. 15. Increase in revenueAdditional revenue fromnew employees being onboarded fasterPrevious onboarding time (days) 90*Reduction in onboarding time 7%Additional days of productivity 6÷360days in ayear 2%x Annual quota $2,000,000Quotaachievement fordays saved $33,350x Numberof new reps +those who didnt leave from previous year 11 From aboveIncreased revenue fromfasteronboarding $366,850Additional revenue fromimproved salesCurrent revenue $100,000,000x Improvement in revenue 2%Increasedrevenue fromimproved sales effectiveness $1,560,000Total revenue increase $1,926,8501.9% (of revenue)15OutputsReduction in expenseSavings from lowered sales supportNumber of sales people 50 From customerinputx Ratio of sales support to sales people 0.20Number of sales support people 10x Reduction in sales support need 4% From surveyed impactsNumber of fewer sales support needed 0.41x Cost/sales support FTE 100,000 From benchmarkSavings from sales support $40,600Reduction in onboarding from lower turnoverPrevious turnover rate 20% From benchmarksx Reduction in turnover rate (%) 0% From surveyed impactsReduction in turnover rate 0% From surveyed impactsx Number of reps (employees) 50 From customerinputsReduction in #of new reps/yr. 0 Number of employees *(Previous turnover rate - New turnover rate)x Old onboarding cost/rep $37,500 All in cost/FTE (from benchmarks) / onboarding time (from benchmarks)Savings from reduction in turnover rate $0Reduction in onboarding costs from shorter onboardingOld onboarding cost/rep $37,500 From benchmarks (as above)x Reduction in onboarding time 7% From surveyed impactsReduction in onboarding cost $2,501 Old onboarding cost/rep *reduction in onboarding timeNumber of current reps 50x (1+Expected annual growth rate) 10%Number of reps at end of year 55x New turnover rate 20% From aboveNumber of new reps onboarded 11x Reduction in onboarding cost $2,501 From aboveSavings from reduction in onboarding time $27,514Total cost savings $68,1140.1% (of revenue)Sales enablement impactInputsCustomer inputs: From customerTotal revenue 100,000,000Quota 2,000,000Number of sales people 50Expected team growth (annual) 10%From benchmarks (can be adjusted based on customer input): Source/noteSales support FTE cost $100,000 McKinsey expert#sales support/sales person 0.20 Highest in complex solutions (high tech sales engineers, sales specialists, etc.)Sales person onboarding time to full productivitity (days) 90 McKinsey expertCost/sales person/year $150,000 Including commissionsSales person turnover 20% McKinsey expert; where there is high growth, higherturnoverSurveyed Impacts (from survey): Best in-class % of users who reported benefit Effective rateReduction in sales support time/expense 14% 29% 4%Reduction in sales person onboarding time 23% 29% 7%Reduction in sales person turnover rate 12% 0 0%Increase in sales effectiveness (sales/yr.) 13% 12% 2%Returnto navigation• Key Assumptions• Proven Benchmarks• Tailored to your Business• Projected Expectations
    16. 16. © Jive confidential#4UNDERSTAND THEFROM > TO.
    17. 17. Process Mappings to Identify Pain Pointsand Transform Business ProcessLead salesrepsOther salesrepsCoachLead qualification Opportunity developmentPitch, negotiate, closedealCapturing learningsCoaching anddevelopmentUnderstandindustry and pastcustomerinteractionsProvide inputfrom similarexperiencesProvide on-going coaching andsupportPreparesolution andquoteContentmanagerMatchesopportunity topast caseexamplesUpdate dealinfo andlearningsDevelopproduct/industryinfoRevise pitchinfo based onexperiencesDevelop pitchbooks17
    18. 18. Lead salesrepsOther salesrepsCoachLead qualification Opportunity developmentPitch, negotiate, closedealCapturing learningsCoaching anddevelopmentUnderstandindustry and pastcustomerinteractionsProvide inputfrom similarexperiencesProvide on-going coaching andsupportPreparesolution andquoteContentmanagerSalesenablementdocs/tools hardto find /prioritizeMatchesopportunity topast caseexamplesDifficult to discussopportunities and ideasacross physicalboundariesCoordinating onsolution pitch,approvals,negotiations canbe slowUpdate dealinfo andlearningsDevelopproduct/industryinfoHard/slow to developacross silos withmarketing and productDifficult / time consuming tocapture learning to updatedocumentation, customerprofile, etc.Revise pitchinfo based onexperiencesDevelop pitchbooksHard/slow todevelop acrosssilos with salesopsNo strong feedback loopon sales enablementdocuments / infoPain-points2131413Case history notup to date, andlots of color notavailable in CRMtool418Process Mappings to Identify Pain Pointsand Transform Business Process
    20. 20. © Jive confidential#5MEASURE(COMMUNICATE)YOUR SUCCESS.
    21. 21. © Jive confidentialJive Customers Report Real Valuedeal cycletimewin rateon-boardingtimesalesincreasecostsales supportneed30% 33%50% 29%€4-8m€1.5mImproved sales efficiency andeffectivenessSelling costs reduced by €1.5mLeading to a net benefit of ~€10“By every measure, we’ve become a much moreeffective organization. It’s a real transformation,and we couldn’t have done it without Jive.”Nicolas Jean-Jarry, Sales Director
    22. 22. THANK YOU